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Strategic Partner Sales Executive

2 months ago

San Bernardino, California, United States Canonical - Jobs Full time
Job Overview

Canonical stands as a premier provider of open-source software and operating systems tailored for the global enterprise and technology sectors. Our flagship platform, Ubuntu, is extensively utilized in transformative enterprise initiatives, including public cloud, data science, artificial intelligence, engineering innovation, and the Internet of Things (IoT). Our clientele comprises leading public cloud and silicon providers, along with industry frontrunners across various sectors. As a pioneer in global distributed collaboration, we boast a workforce of over 1100 professionals across more than 75 countries, with minimal office-based roles. Teams convene biannually in diverse global locations to synchronize on strategy and execution.

As a founder-led, profitable, and expanding organization, we are in search of a Partner Sales Manager to play a pivotal role within our expanding Dell alliances division. Major Original Equipment Manufacturer (OEM) or Independent Hardware Vendor (IHV) brands, such as Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu, are significant partners for Canonical. These organizations develop software-defined solutions to leverage global open-source mandates and related macro trends. Canonical's flagship product, Ubuntu, along with its extensive open-source portfolio, serves as essential components for these partners to achieve their objectives. Canonical represents the optimal platform for swift open-source innovation.

Reporting directly to the Senior Director of Global Alliances - Dell, the Partner Sales Manager will collaborate closely with both Dell and Canonical teams across various regions to empower Dell teams, generate and execute opportunities, promote a Canonical agenda within Dell, and meet established targets. This role requires building trusted relationships with Dell, enhancing Canonical's market presence and attachment rate, advocating for the partnership, and facilitating business interactions across various personas, from engineers to C-level executives. Responsibilities include conducting customer workshops focused on specific initiatives, participating in sales events, delivering public presentations, and engaging in executive interactions as coordinated by the Senior Director.

Location: This position is remote, available in the Americas or APAC regions.

Key Responsibilities
  • Establish strategic relationships and enable Dell teams regarding the partnership.
  • Develop a pipeline and execute opportunities through Dell.
  • Enhance Dell's understanding of Canonical Ubuntu's open-source capabilities.
  • Exhibit a profound understanding of the Linux and cloud software ecosystem.
  • Achieve targets and objectives while representing the partner's voice.
  • Travel frequently, including international trips, to foster partnerships in person.
  • Align with and support internal Canonical field teams - identify, assist, grow, and transact.
  • Expand the existing footprint with Dell customers, aiming to upsell to a broader portfolio.
  • Contribute to overarching strategy, initiatives, and key campaigns as defined by the Senior Director.
Candidate Profile
  • Proven experience in alliance or indirect sales management roles.
  • Self-motivated, disciplined, hands-on, and results-oriented mindset.
  • Ability to gather customer requirements, assess gaps, and identify opportunities.
  • Passionate about Ubuntu products and the mission of open-source.
  • Comfortable in dynamic, high-pressure environments with measurable objectives.
  • Familiarity with Linux, virtualization, containers, and other cloud technologies.
  • Exceptional communication and presentation abilities.
  • Collaborative team player with strong accountability and customer support skills.
  • Credibility and knowledge of Dell, including its products and go-to-market strategies.
  • Experience managing cross-functional teams with a track record of operational excellence.
  • Willingness to travel up to four times annually for internal events.
  • Hands-on experience with Google Suite is advantageous.
What We Offer

We take into account geographical location, experience, and performance when determining compensation worldwide. We conduct annual reviews of compensation (more frequently for graduates and associates) to ensure recognition of outstanding performance. In addition to base salary, we provide a performance-driven annual bonus or commission. All team members receive additional benefits that reflect our values and principles, balancing our programs to meet local needs while ensuring global fairness.

  • Distributed work environment with biannual team sprints in person.
  • Personal learning and development budget of USD 2,000 per year.
  • Annual compensation review.
  • Recognition rewards.
  • Annual holiday leave.
  • Maternity and paternity leave.
  • Employee Assistance Programme.
  • Opportunities to travel to new locations to meet colleagues.
  • Priority Pass and travel upgrades for long-haul company events.
About Canonical

Canonical is a trailblazing technology firm leading the global shift towards open-source solutions. As the publisher of Ubuntu, one of the most significant open-source projects and a foundational platform for AI, IoT, and cloud technologies, we are transforming the software landscape. We recruit globally and maintain high standards for new hires, expecting excellence to succeed in our endeavors. Most Canonical employees have worked remotely since our inception in 2004. Joining us is a step into the future, challenging you to think innovatively, work efficiently, acquire new skills, and elevate your performance.

Canonical is an equal opportunity employer, committed to fostering a workplace free from discrimination. We believe that diversity in experience, perspectives, and backgrounds cultivates a better work environment and superior products. Regardless of your identity, we ensure fair consideration of your application.

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